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Do your sales have a machine that does??? PING?

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For those who love Monty Python (I know there are worse “tastes”…), one of his most emblematic films after “Life of Brian’s” is certainly “The meaning of life”.

For those who know the film, there’s a scene that’s set in an operating room that gives the theme to this article.

If you don’t know it, you can watch the scene on this video:

In this scene, while a birth is taking place, a visit is made by the hospital administrator and in a completely “nonsense” way they stop everything to show all the machines to the administrator. And when he asks what the purpose of that machine is, they say that it is the ping machine!

You might think, but what the hell does this have to do with sales?

Usually in the business cycle the following happens:

We hand in a … [ Read the rest ?? ] “Do your sales have a machine that does??? PING?”

What’s a good negotiator to you?

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When you think of a good negotiator, who usually comes to mind?

Someone who yells, who punches the table, who is very tough to negotiate, who does not open a smile or show emotion?

This is often the image we have of a good negotiator, often completely out of reality.

I have had the pleasure, over my years as a commercial, of working side by side with some of the best negotiators I have met.

Some have been mentors in my development as a commercial, others simply colleagues that I have followed occasionally.

Those that remain in my memory until now had the following characteristics that I give as an example of good negotiators:

  • Friendly, soft tone of voice
  • Calm and positive attitude
  • Focus on the relationship and not just the sale
    • … [ Read the rest ?? ] “What’s a good negotiator to you?”

    Prospecting: Do you think a simple phone call is enough?

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    With sales getting more and more complex, I am amazed how some of the salespeople we work with still complain that they can’t get to the decision makers the first time around.

    This issue is almost unreal.

    These days, in order to be successful in terms of commercial prospecting, it often takes 3, 4 or more phone calls to get to our customers.

    It is normal for commercials to say that they are immediately barred when they try to schedule a meeting with a decision maker.

    The problem here is that the telephonists and assistants are now trained to “sniff” commercials.

    If on the other side they think there is a commercial, they immediately try to find out more and if the person starts to waver, then they really bar … [ Read the rest ?? ] “Prospecting: Do you think a simple phone call is enough?”